Preparing Your Product for International Markets

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Preparing Your Product for International
Markets Pete ONeill Director Office Of
International Trade
Department of Business Economic Development
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OFFICE OF INTERNATIONAL TRADE

• Export promotion
• Encouraging more Maryland companies to be
• active in global marketplace.
• Accelerating the Export Learning Curve
• Mitigating risk and maximizing export potential.

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THE EXPORT CHALLENGE

• Only one in four companies who can export do.
• Just 15 of U.S. exporters account for 85 of
• the value of U.S. manufactured exports.
• One-half of all exporters sell in only one
  foreign
• market.
• Less than 3 of all U.S. companies export to
• more than five markets.

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THE EXPORT CHALLENGE

• Jobs supported by export activities pay 13
• more than jobs in non-exporting sectors.
• Firms that export experience a 20 faster
• growth than firms that dont.
• Companies that export have better survival
• rates and are 9 less likely to go out of
  business.
• For every 45,000 in export sales, one job is
  created
• more than double the rate of jobs created by
  domestic sales.

US. Department of Commerce
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COUNTY BREAKDOWN MARYLAND EXPORTERS
19
8
15
15
13
7
17
16
15
10
15
12
14
12
13
17
8
14
12
4
13
4
14
13
Harris Selectory 2001
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TOP TEN EXPORT MARKETS 2001
1. Canada 868,484,941
2. Belgium 382,943,387
3. United Kingdom 313,163,339
4. Netherlands 287,256,776
5. Algeria 280,454,608
6. Brazil 238,778,979
7. Germany 223,126,948
8. Japan 212,840,965
9. France 180,387,880
10. Mexico 130,612,726
MISER
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EXPORTS BY WORLD REGION 2001
Canada (North America)
Africa
Middle East
AsiaOceania
Latin America
Europe
MISER
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TOP TEN EXPORT SECTORS 2001
MISER
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OIT and EXPORT PROMOTION
We offers export assistance to small and medium
sized Maryland firms with internationally
competitive products and services.

• Our team of trade specialist.
• Provide export transaction
• counseling.
• Conduct market research.
• Assist clients with trade shows
• and missions.

• Small business
• create every 2-3 new jobs
• invent more than half the nations technological
  invention
• provide more than half the workers involved in
  exporting and
• account for 30 of the dollar value of exported
  products

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MEASURES OF SUCCESS
Number of Export Transactions
Marylands Office of International Trade
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MEASURES OF SUCCESS
Value of Export Sales
78.4
24.8
22.3
17.0


Marylands Office of International Trade
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PROGRAM AND SERVICES

• Export MD
• Trade Finance
• EuroRep, ChinaRep and S.E. Asia Rep
• Trade Shows/Missions
• Pathfinder
• Foreign Offices

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EXPORT MD PROGRAM

• Export MD provides companies with
• Target Market Research
• Strategic Planning
• Trade Lead Follow-up
• Financial Assistance including
• -up to 5,000 in grant funding
• -up to 80 hrs of Foreign Office assistance

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TRADE FINANCE PROGRAM

• The Trade Finance Program provides
• Credit enhancement to qualifies
• participating lenders.
• Foreign Credit insurance from Ex-Im
• Bank umbrella program.
• Access to all Ex-Im Bank loan and
• guarantee programs.

• These products may be used as follows
• Pre-export and post-export working capital
• Letter of credit and
• Revolving loan

Trade Finance also provides counseling to
exporters on Maryland and US Government Financing
Programs
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EUROREP/CHINAREP/ S.E.ASIA REP
The EuroRep, ChinaRep and S.E.AsiaRep programs
address the needs of companies experiencing
success in the international marketplace but are
not ready to commit to establishing a
fully-staffed overseas office.
OITs EuroRep Service is like having our own
European office. Our rapport with overseas
clients has improved exponentially -- as have
relationships with our distributors.
These services are the most cost effective way
to establish a full-time local presences in your
target market.
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EUROREP/CHINAREP/ S.E.ASIA REP

• The EuroRep, ChinaRep and S.E.AsiaRep Service
  can
• Conduct market research
• Maintain routine contact with sales agents,
• customers and other business contacts
• Monitor the effectiveness of marketing efforts
• Provide you with ongoing local intelligence
• Host meetings
• Answer phones in the native language

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TRADE SHOWS

• Trade shows are one of the most powerful
  marketing tools and cost effective method for
• Reaching potential customers, agents,
• distributors overseas.
• Meeting with current customers
• Showcasing products in the international
• marketplace

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TRADE SHOWS
Each year we helps companies tap into new
international markets by participating in select
trade shows targeting multiple industries around
the world.
FACT 85 of exhibition attendees are buyers
FACT trade shows reach new customers -- only 1
in 10 visitors to a companys booth has ever
received a sales call from that company
FACT 70 of buyers use trade shows as the major
source of information when making a buying
decision
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TRADE SHOWS CALENDAR 2002

• Bio-Mission 2002 Kanagawa, Japan
• Bio-Tech Israel Conference Tel Aviv, Israel
• Wireless(CTIA) Orlando, Florida
• Intermodal South Sao Paulo, Brazil
• IT Mission Cairo, Egypt
• Ele/Expo Comm 2002 Sanghai, China
• USA Ghana in Business Accra, Ghana
• MEDICA 2002 Dusseldof, Germany
• Mexico Trade Mission Mexico City, Mexico

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PATHFINDER
We recognizes that companies may not have the
resources (time and money) to dedicate to
exporting new markets Through trade show
participation.
The PATHFINDER program provides companies with an
inexpensive way to do just that.
Our trade specialists get to know your company
--inside and out -- and will represent your
company at an international trade show event.
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PATHFINDER

• With the PATHFINDER program, our trade
  specialists do it for you. As your pinch
  hitter, resident trade experts can
• Forge new contacts
• Conduct detailed market research
• Check out the competition
• Collect trade leads
• Distribute your marketing literature
• Provide you with a complete report detailed
  to your specifications

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FOREIGN OFFICES

• Marylands network of foreign offices and
  representatives provide in-country expertise
  around the globe and can provide you with
• Up-to-date market analysis
• Critical intelligence information and local
• trade leads
• Key contacts
• Information on potential business partners.

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FOREIGN OFFICE LOCATIONS
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Office of International Trade
EXPORT PROMOTION ACTIVITES
Marketing and Promotion

• Assists newspapers throughout the State write
  articles detailing the benefits of trade -- more
  than 200 in 2000!
• A bi-monthly column appears in the Daily
  Record giving editorial voice to the Office of
  International Trade
• Maintains an interactive worldwide website
• WorldView, a bi-monthly newsletter is
  distributed to over 5,000 Maryland companies
• A How To guide for exporters, Trade Secrets
  is distributed FREE of charge to Maryland
  companies interested in exporting
• An EXPORTERS HOTLINE answers questions about
  international trade and foreign investment

www.choosemaryland.org
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TRADE SPECIALIST
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For more information please contact
Pete ONeill 217 East Redwood St, Baltimore, MD
21202 Phone [phone] Fax [phone] Email
poneill_at_choosemaryland.org
WWW.CHOOSEMARYLAND.ORG